Loan Officer

• Prospecting with suspect leads. A suspect is a person who has still not decided on taking a loan.
• Converting a suspect to a prospect. This involves the following:
  - Establishing contact with the prospect, this could involve several calls and may need a call at a time beyond office hours.

- This will also involve making calls at different times in order to achieve success.
- Need analysis
- Eligibility profiling
- Setting up an appointment
- Follow up with the prospect post every meeting with the sales officer until conclusion

• Basis feedback from the prospect, seek interventions from the senior sales resource or by your own-self in satisfying customer needs with the objective of converting the prospect to a customer.
• Responsible for conversion of suspects to prospects to customers.
• Provide support to the sales team in increasing conversions by:
  - Prompt calling to all suspects / prospects
  - Timely follow up with all prospects
  - Cordial relationships with the sales officer mapped, collaborating with the sales officer in providing feedback, seeking feedback from him on your performance
• Responsible for complete knowledge of company products and policies as well as those of competition.
• Responsible for quality of the conversation, which entails the following:

- Accuracy
- Product Knowledge
- Appraisal Skills

- Punctuality & TOS

- TAT commitments

• Ability to handle objections.
• Updating the software. One must capture their conversation with the customer effectively such that a third person is able to carry on the conversation with the customer where they left off.
• Generating References: The quality of conversation and ability to connect with the customer is also reflected in the number of references that they generate.
• Providing market feedback to the supervisor: It is important to share with one’s supervisor any trends that one comes across whilst speaking to a prospect. Examples could be objections from prospects regards the processing fee being charged by us vis-à-vis the same being charged by a specific competitor.